Greetings!
A newer sales rep came into a company, in an
industry he had never sold to before. Within
two months he was kicking major butt and
became the Number One rep. By a lot.
One disgruntled and jealous rep, in another region,
who had been there for a few years, asked the manager
what the new rep was doing that got such great results.
"He's going to the top level of the companies
we're selling to, and selling bigger deals."
The rep responded, "How does he sell to those
people? I always get stalled at the mid-management
level?"
The manager replied, "He doesn't know that it is
even possible to talk to mid-managers and sell our
product. We told him that the only people he can
talk to are those at the highest level, and that bigger
deals are all that we sell."
Hmmm. Pretty simple point this week:
All that limits us is ourselves, and thinking and
acting BIG gets BIG results
Here are some thoughts along those lines:
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It takes just as much energy to ask for a large
order as it does a small one. As long as you're
asking anyway, why not ask LARGE?
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When you EXPECT to sell large, that notion
becomes part of you; your thoughts, your
actions, and your results.
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Even when you don't get the large sale or project
you ask for, you will probably end with something
more than you would have gotten otherwise if you
had thought small.
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The pros with the highest average orders, and
the most overall sales are typically the ones
who shoot for--and ask for--the biggest sales.
The math works on this.
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Where you target in the organization usually
determines the size of the sale you're able
to get. Where are you calling? Aim high.
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Percy Ross wrote a syndicated newspaper column,"Thanks a Million," where he gave away millions
of dollars to people who wrote in, and ASKED
in the right way. In his now out-of-print book,"Ask for the Moon--and Get It!" he also suggested
asking large: "Take a chance; ask for something
big! Most of us have a tendency to shy away from
the things we want the most. What is it your heart
desires? What is it you want the most? Who could
give it to you or make it come true? Go ahead,
ASK THEM!"
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John F. Kennedy said that "Only those who dare
to fail greatly will succeed greatly." He
practiced what he preached; he asked for the
moon, got it approved by Congress, and received
commitment from the thousands of people
who ultimately made it happen in 1969.
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QUOTE OF THE WEEK
"Why not go out on a limb.
Isn't that where the fruit is?"
Frank Scully
About the author:
Art Sobczak, President of
Business By Phone Inc., specializes in one area only: working
with business-to-business salespeople--both inside and outside--designing
and delivering content-rich programs that participants begin
showing results from the very next time they get on the phone.
Audiences love his "down-to-earth,"entertaining style,
and low-pressure, easy-to-use, customer oriented ideas and techniques.
He works with thousands of sales reps each year helping them
get more businesses by phone. Art provides real world, how-to
ideas and techniques that help salespeople use the phone more
effectively to prospect, sell, and service, without morale-killing
"rejection." Using the phone in sales is only difficult for people who use
outdated, salesy, manipulative tactics, or for those who aren't
quite sure what to do, or aren't confident in their abilities.
Art's audiences always comment how he simplifies the telesales
process, making it easily adaptable for anyone with the right
attitude.
Contact Info
Art Sobczak
Business By Phone Inc.
13254 Stevens St.
Omaha, NE, 68137
402-895-9399
ArtS@BusinessByPhone.com
www.businessbyphone.com
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